Head of Hotel & Hospitality Sales

Highgate Hotels

Highgate is a leading real estate investment and hospitality management company with over $15 billion of assets under management and a global portfolio of more than 400 hotels spanning North America, Europe, the Caribbean, and Latin America. With a 30-year track record as an innovator in the hospitality industry, this forward-thinking company provides expert guidance through all stages of the property cycle, from planning and development through recapitalization or disposition. Highgate continues to demonstrate success in developing a diverse portfolio of bespoke lifestyle hotel brands, legacy brands, and independent hotels and resorts, featuring contemporary programming and digital acumen. The company utilizes industry-leading revenue management tools that efficiently identify and predict evolving market dynamics to drive outperformance and maximize asset value. With an executive team of seasoned hospitality leaders and corporate offices worldwide, Highgate is a trusted partner for top ownership groups and major hotel brands.

The Sales Manager is responsible for effectively soliciting and becoming familiar with all accounts in his/her market segments. He/she is also responsible for prospecting and closing on assigned accounts/territory to positively impact hotel revenues.

Attend daily Highgate Hotel Business Review (HHBR) meeting.

Develop a full working knowledge of the operations of the hotel, including Food and Beverage, Guest Services and Reservations.

Develop a complete knowledge of company sales policies and SOP’s, and ensure knowledge of and adherence to those policies by the sales team.

Operate the Sales Department within established sales expense budget.

D. and Saturday office coverage as scheduled.

Maintain and participate in an active sales solicitation program.

Monitor production of all top accounts and evaluate trends within your market.

Regularly contact existing accounts based on the tracing frequencies of the Account Coverage Program.

Meet or exceed sales solicitation call goals as assigned by the Director of Sales.

Invite clients to the hotel for entertainment, lunches, tours and site inspections.

Assist in implementing special promotions relating to direct sales segments, i.e. parties, sales blitzes, etc.

Be familiar with all Highgate Hotel sales policies and selling techniques with an emphasis on maximizing occupancy and Average Daily Rate (ADR).

Conduct a professional, thorough site inspection of the hotel with clients, exhibiting key features and benefits of the property.

Use your property’s computerized sales management system to manage the hotel’s business, including (but not limited to) generating reports, entering business, blocking space and building accounts.

Develop networking opportunities through active participation in community and professional associations, activities and events.

Review meeting planner evaluations with the Director of Sales to ensure that issues receive follow-up.

College course work in related field helpful.

Experience in a hotel or a related field preferred.

High School diploma or equivalent required.

Must be skilled in Windows, Company approved spreadsheets and word processing.

Must be able to effectively communicate both verbally and written with all level of employees and guests in an attentive, friendly, courteous and service oriented manner.

Approach all encounters with guests and employees in an attentive, friendly, courteous and service-oriented manner.

Attend all hotel required meetings and trainings.

Maintain regular attendance in compliance with Highgate Hotel Standards, as required by scheduling, which will vary according to the needs of the hotel.

Maintain high standards of personal appearance and grooming, which include wearing nametags.

Comply with Highgate Hotel Standards and regulations to encourage safe and efficient hotel operations.

Must be able to understand and evaluate complex information, data, etc. Perform other duties as requested by management.

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